Sales Training Programs

All of our sales training workshops are customized for your company and are designed to address the specific challenges and opportunities of your industry and market. Our programs are based on a proven methodology that develops skills and techniques as well as strategic processes. Sales Excellence’s workshops empower sales teams and drive performance improvement.

Sales Excellence Core Methodology™ imparts the concepts and philosophies from the bestselling book Think Like Your Customer as the foundation to our sales training curriculum. This program presents the fundamentals selling skills and provides a common language and powerful set of tools that sales teams use to dramatically increase their productivity and results. Learn more

Not all decision making is the same. C-Level and VP-Level executives have a unique set of business values. They’re also harder to get access to. Selling to C-Level and VP-Level Executives teaches you how to reach, relate to, sell to, and build business relationships with the CEO, CFO, COO, and other senior executives. This program presents proven techniques to get through to executives, engage them using their language, create business cases to justify the investment in your solutions, and build executive relationships you can leverage to orchestrate a bullet-proof sales campaign. Learn more

Much more than simple task management and prioritization. Sales professionals today are responsible for so much more than selling. Customer service, billing issues, delivery issues, and meetings are eating up the workweek. One or two extra hours of selling time per week can dramatically improve your overall sales results and this program gives you the techniques and tools necessary to do that. Learn more

Even excellent sales professionals can use more help at building and developing their pipelines. Effective sales prospecting is critical for creating the quantity and quality of opportunities in your pipeline, which determine your revenue results and, ultimately, your income. This program is designed to empower sales professionals with the skills they need to find or create an unlimited supply of new sales opportunities. Learn more

This cutting-edge course is built around a highly-structured process for evaluating the “win-ability” of each Request for Proposal contract, organizing your RFP response team, competitive differentiation, structuring and writing your RFP response proposal, and presenting your proposal to the client. Learn more

Closing and negotiating are not isolated events that only happen at the end of a sales cycle. They both happen during virtually every telephone call and meeting with your prospective client. This program is designed to help sales professionals and sales managers, or anyone in a customer-facing role, learn to effectively resolve customer issues, overcome objections, close without being pushy, and apply proven negotiation strategies and tactics when necessary. Learn more

Strategic account management becomes more difficult as businesses grow and expand around the world. This comprehensive program is designed to help your sales organization develop plans to maximize the value of strategic accounts and to build and nurture client relationships that lead to customer loyalty, repeat business, and customer referrals. Learn more

If you have a specific sales challenge that you want to discuss with our sales experts, contact us for a complimentary consultation.

Customer Results

"Your ideas and materials not only make sense, but they work. The time you spent with us to refine our executive presentation has enabled us to gain access and sell a seven-figure engagement to the CEO of one of the largest foods manufacturers in the world."

-Roxanne Leap

Executive Vice President

Information Resources, Inc.

"Stinnett’s tools and techniques for opportunity management are among the most highly evolved and pragmatic I have seen. These concepts and materials should be adopted by any sales organization that is serious about improving the predictability of their sales results."

-George Fischer

SVP and GM, Americas’ Sales

CA, Inc. (Computer Associates)

Every day I use some portion of your program to remind my sales team to think beyond our own sales process and start thinking about our customer’s buying process.

-Mike Hoffman

Vice President of Western Sales

MRV Communications

"The half-day workshop you did for us at our recent sales meeting was exactly what our sales team needed."

-Tony Schehtman

Vice President, Sales

DataCore Software

"We had no idea how important Sales Excellence would become to us, or that your Power Prospecting workshop would become one of our most highly rated courses."

-Helen Hoedt

Sales Competency Centre

EDS University

"Thank you for being so easy to work with and keeping the sessions engaging and interactive. The sales meeting was a real success."

-Theresa Dear

Vice President of Human Resources

Verizon Avenue

"After reading Think Like Your Customer I implemented the methodology for selling to executives on a worldwide basis."

-Mike Harrington

Vice President, European Operations

Waters Corporation

"Working with Sales Excellence, we saw improvements in key metrics such as average deal size, length of sales cycle, and win-rate."

-Jenny Champeau

Vice President of Sales

CXtec

"I learned more about selling to executives in your one-day program than in all the other sales courses I have ever attended combined."

-Mary Lou Demers

Senior Vice President

Information Resources, Inc.

"You lived up to the high expectations set by the person who recommended you. You made me look very good in front of my boss, which is always a good thing."

-Paul N. DeStephano

Vice President, Sales

Aveva Engineering IT

"You kept me interested and you have reminded me of several great ideas that I intend to weave back into my daily sales routine."

-Bud Betts

Sr. Account Manager

Bentley Systems, Inc.

"This method represents a major shift in the way many sales professionals think about the job of selling."

-Neil Isford

Vice President, Software

IBM Asia Pacific

“Starting with customer's needs and wants, rather than what you sell, is key to sales success. Bill provides the insight to deliver real business value to your customers.”

-Bill McDermott

President and CEO

SAP Americas

“Starting with customer’s needs and wants, rather than what you sell, is key to sales success. Bill provides the insight to deliver real business value to your customers.”